In brief, the sales capability program comprises the following steps:
The Process - Explained
Sales capability pre-assessment
In Step 1, Meirc will administer a knowledge-based questionnaire for every sales team member, aimed at assessing 12 technical and behavioral sales competencies. The findings from the questionnaire will be reflected in a detailed report which compares the candidate’s capabilities to market benchmarks.
Para-selling behavioral competency assessment
In Step 2, Meirc will conduct a competency-based interview with each sales team member to assess non-sales behavioral competencies that may have a direct impact on selling. We call these competencies “para-selling competencies” and we select them based on the client’s needs. A post-interview report will be generated for each candidate.
Development of salesforce development plan
In Step 3, Meirc will analyze the findings from Step 1 and Step 2 to identify common areas of development for the whole team, fully aligned with the sales strategy of the organization. The result of the analysis will be reflected in a salesforce development plan.
Development of Personal Development Plans (PDPs) for sales team members
In Step 4, Meirc will identify the unique areas of development for each sales team member and incorporate them into their respective personal development plan.
Bridging of competency gaps
In Step 5, Meirc will ensure effective delivery of the plans designed in step 3 and step 4 and will work with the client on bridging the competency gaps in a manner that will guarantee the optimization of the sales force.
Sales capability post-assessment
In Step 6, Meirc will re-administer the same sales capability assessment questionnaire to compare and report progress of each sales team member.